As video content analytics (VCA) becomes ubiquitous, end users are faced with more and more options regarding their choice of systems. Should they opt for an open platform or choose a bundled solution? What are the implications of different technologies used in VCA? a&s looks at several issues that can help choose the right system.

End users today can choose between vendors that offer their own VMS and proprietary video analytics or a VMS vendor that integrates third party analytics. “There are credible arguments for either option but the devil is in the details,” explains Dr. Sadiye Guler, Founder and CEO of Massachusetts-based intuVision.

“For systems integrators and users, having a combined VMS and VCA solution - if nothing else - is convenient. On the other hand, having the flexibility to choose the most suitable VCA product for requirements at hand is only possible if a VMS system can integrate with multiple third party VCAs; we all know there is no silver-bullet VCA solution that suits every application,” added Guler.

OPEN PLATFORM ADVANTAGESAn open platform VMS allows for a mix-and-match approach to best answer end-user needs.

“Best of breed approaches offer more flexibility and there are many specialized VCA solutions available. VCA providers often have profound knowledge of vertical applications and offer adaptations of their VCA solutions for larger installations,” said Joacim Tullberg, Product Manager for Video Management Systems at Axis Communications.

“By choosing an independent, open platform VMS that integrates with multiple third-party video analytics, customers have many more options available than one single vendor with their own VMS and VCA could ever have - the open platform VMS even allows video analytics from multiple vendors to be used together, for example, license plate recognition (LPR) and face recognition. Another example: I have seen some customers request smoke or flame detection capabilities,” said Reinier Tuinzing, Strategic Alliances Manager for the Americas at Milestone Systems.

Furthermore as new technologies and algorithms are developed, an open platform allows the end customer to remove one analytics vendor and replace with another that better meets their needs over time and as new innovations come to market. An open platform VMS also enables integration with multiple third-party systems like laser perimeter detection and access control software, along with the video analytics. The opportunity for end users is that they have many vendors with many capabilities to choose from.

When selecting a vendor, the end user must be very specific about what they want to do with the analytics. “For instance, what do you want to do with the LPR? Are you going to connect to the regional motor vehicle database or the national database; will you build your own database for a home owner association, or are you looking to build your own database for a hotel; is this for cars running at speed or in a parking lot; will the cameras be situated on a pole or at bumper level? All the factors will help you to select the right vendor,” added Tuinzing.

Users who buy from two vendors need to review the level and quality of the integration between the two systems. They should also explore the track record of the two vendors working together by looking at reference customers, and verify the companies' support models.

For example, “at Verint, we provide a solution from one of the best VCA suppliers, and at the same time, we take full responsibility over the integration and the pre-/post-sale support, in effect supplying a one-stop shop for our customers,” said Guy Shahmoon, Senior Director of Product Management at Verint Systems.

PROS AND CONS OF CLOSED PLATFORM SOLUTIONSMost VMS are designed to work with their own VCA and/or third party software, however there are some advantages when the customer uses VCA from the same vendor, such as: deeper integration and a lower total cost of ownership, explained Doron Girmonsky, Head of Technology and Innovation for Security Group at NICE Systems.

When coming from the same vendor, VMS and VCA integration is more profound. More information can be used since the solution has the “internals” of the analytics, such as object parameters (size, directions, etc.), common routes, etc. From a cost perspective, the analytics can run on the same server as the VMS and does not require additional servers. Having less servers is an important cost saving factor, added Girmonsky.

The advantage for a VMS vendor who integrates with third-party VCA is that each developer is specialized in their respective field. However, full integration is not guaranteed, especially when new features and updates are introduced. Having multiple vendors in the solution poses a challenge when identifying the source of problems, stated Maor Mishkin, Product Champion of Video Analytics at DVTel. On the other hand, a potential downside of closed solutions would be that the VMS or VCA could not be switched if either had a problem, added Mishkin.

“Users who buy a solution from one vendor with proprietary VCA must make sure that the analytics solution is comprehensive and supports many types of rules, is easy to install and calibrate (this is a key factor), and provides accurate results. Customers should ensure that the company intends to continue to develop and support analytics as part of their core technology offering,” detailed Shahmoon.

End users should always seek out the combination that works best for their specific application and environment. For example, video analytics designed for perimeter security needs are very different than those that are ideal for the retail environment. When it comes to video analytics, there is no one-size-fits-all solution, so it is important for users to work closely with their integration partners to select a solution that works well for their unique needs. Also, users should feel free to evaluate various systems to ensure their chosen analytics solution is highly reliable, summarized Mishkin.

Hikvision, the global leader in innovative video surveillance products and solutions, has been named Vendor of the Year for the United States by ADI Global Distribution, a leading global wholesale distributor of security and low voltage products.

This prestigious distinction is a testament to the strong relationship between Hikvision and ADI and an example of the companies’ dedication to the growth of the video surveillance market.

Each year, ADI recognizes key suppliers across North America for their support and contributions towards the growth and success of ADI. Hikvision experienced outstanding growth in 2014, and building good relationships with distributors was one of the keys to their success.

“Our success with ADI is due in part to mutual sharing of information and strong focus to grow the business. Hikvision also maintains a high level of engagement with ADI at the field level,” remarked Gordon Lang, director, strategic partners at Hikvision USA. “We pride ourselves on maintaining face-to-face relationships. Our partnership with ADI has allowed us to better understand the needs of our customers.”

Hikvision works closely with ADI branch managers and participates in trainings and other ADI events to best serve ADI’s dealer customers.

“Hikvision has demonstrated their commitment to delivering value to our dealer base,” said Michael Flink, president of ADI Global. “Our vendor partnerships are important to the success of ADI, and we are proud to honor and celebrate their contributions and achievements.”

“ADI’s strong distribution channels have allowed us to increase our presence in North America, make connections with dealers, and successfully deliver our products. As the demand grows for video surveillance solutions, Hikvision is proud to stand next to distributors such as ADI to meet the needs of this rapidly growing market. We are honored to receive Vendor of the Year for 2014, and we are confident that 2015 will bring even greater achievements.”

Dahua Technology successfully helps to secure Ventanilla in Lima, Peru, together with local distributor Best Security del Perú.

Covering a total land area of 73.52 km², Ventanilla is the largest district of province Callao and accommodates over 500,000 population, which leads to a high population density and more pressure on city infrastructures and facilities. The same as some other rising cities around the world, Ventanilla is in face of problems such as traffic jams and crimes, so the municipal government determined to create a better and safer living environment for citizens by launching safe city project with an all-around surveillance deployment.

However, the project was ticklish to proceed at beginning as Ventanilla is a mountainous seaside city, which means installation and cabling would be a big challenge. To better figure out what would be the most optimal solution to this case, Dahua dispatched a professional team to Peru in order to provide first-hand support in time. Taking both topography and budget into consideration, Dahua and Best Security del Perú came up with a wireless solution, by which, all the media data can be transmitted to the center via access points, avoiding installation complexity and save spending on labor and cable at the same time.

The complete solution includes network speed domes, NVRs, transmission devices, video-wall system, a control keyboard, which are of the best C/P ratio and high stability as required by the government.

Hundred units of Dahua IR speed domes are installed across the city, getting streets and corners covered; and its IR distance is up to 80 meters, ensuring a good visual effect even under unfavorable lighting conditions.

Meanwhile, 128-channel super NVRs and 16-channel NVRs are used as storage devices in order to manage massive data volume. Take super NVR as an example, it is of 384Mbps incoming bandwidth capability, rendering a smooth HD real-time preview and recording; and the NVR supports RAID5, which further ensures data safety and system stability.

The wireless video transmission system includes access points, feeders, PoE, antennas and power cables, allowing a 3.0km to 5.0km long-distance fast transmission with a wide angle, by which, the coverage is further expanded.

In addition, there is a Dahua 3 x 3 46-inch video wall installed in control room, incorporated applied with a video-wall controller to have a better central management, which can better optimize the manpower and police operations.

“Generally, Dahua products performs well and the system operates stably for the whole project”, said Christian E. Buleje Pun, Manager of Information and Telecommunication Technology at Municipal of Ventanilla. “We appreciate the reliable quality, smooth running, low costs and advanced service of Dahua. Surely, we will continue select Dahua as our future cooperative brand for security projects in the future. If Dahua can provide longer warranty, that will be perfect. ” continued.

“It was always a pleasure to work with Dahua Technology,” said Manuel Nolazco N., Gerente Técnico Comercial at Best Security del Perú. “They’ve done a lot of safe city cases around the world, which is very helpful and supportive during the implantation, and we are looking forward to cooperate more on safe city projects with Dahua in Peru.”

The access control industry fared pretty well in 2014, fueled in part by the adoption of IP-based solutions. This year, the growth trend will continue in the market, which is also expected to see more advanced technologies. A move towards integration and open standards will further drive the growth of access control, long seen as a vital part of security but now being used more and more for management.

Last year, the overall access control market grew 7.6%, according to IHS. The figure is slightly less than the 10% estimated by Memoori Business Intelligence. Many factors contributed to the growth, with a migration towards IP-based solutions cited as a major market driver, especially amid an increase in the construction of new buildings, most of which deployed IP-based solutions.

“IHS estimated that in 2014, nearly 60% of the global access control panel market was IP-based. Although legacy equipment is still a large portion of the access control market, as new construction ramps back up, nearly all new installations will be installing IP-based access control,” said Blake Kozak, Senior Analyst at IHS.

This year, growth in access is set to continue, due to undying demand from users seeking to secure lives and assets. “Security is still one of the top priority concerns in all areas of personal and business coming into 2015. Physical access control is no exception,” said Norana Johar, COO at FingerTec. “I think that the growth will continue at a higher rate as many premises are looking for better ways and better technology to control access to their properties and business premises.”

Access control has evolved from traditional card readers to more advanced technologies. While card readers will still be prevalent, technologies like biometrics, mobile credentials, and wireless locks are expected to see increased adoption and usage.

Biometrics: cheaper yet betterThe overall trend in biometrics is that they will become less expensive, due to several factors including an increase in supply. “Prices of biometrics hardware are getting cheaper throughout the world due to an influx of newbies in the market, especially from China, and the familiarity of consumer to the technology,” Johar said. “I think the cost will go down slightly because of the market demand and competition, but manufacturers need to introduce unique feature to the existing technology in order to maintain the price.”

Indeed, progress has been made in biometrics, both in contact and contactless solutions. The following sections discuss some of the trends in the technology.

Fingerprint to Still Dominate Contact solutions exist primarily in fingerprint, which is expected to stay the mainstream technology due to its various benefits. “Fingerprint still tends to be the most commonly used biometric, especially since it is affordable and has a small form factor … so I would expect fingerprint to maintain its market leader position compared to other technologies,” said Brad Aikin, Business Leader of Electronic Locks at Allegion, adding that the public is getting more comfortable with biometrics thanks to its incorporation into commonly used products, for example the iPhone 6. An improvement in accuracy has also helped drive acceptance, not only by critical infrastructure operators — seen traditionally as those with a tendency to use biometrics — but by regular businesses as well.

“Now the technology is becoming more mature. Whereas it wasn't uncommon at all for someone's fingerprint not to be read, that is becoming less and less the case,” said Bill Kotwicki, Northeast Regional Sales Manager at AMAG. “People are more accepting of it, and again with the lower cost, it's just a technology that will continue to grow.”

Explosive Growth for Facial RecognitionContactless biometric solutions are primarily in the form of iris scan and facial recognition. According to Mike Sussman, Technical Director at TDSi, iris had its chance a few years ago, yet with one of the major providers removing its product, iris no longer seems to be a growing technology.

The biometric that gained huge traction is facial recognition, which, “of all the biometrics, will experience the fastest growth in the near future,” said Paul Bodell, CEO of ECKey Smartphone Access Systems.

Facial recognition's contactless, non-invasive nature makes it a great solution for places where sanitary requirements are stringent. “It is especially ideal for locations such as hospitals where contamination can be an issue,” Sussman said. “The face is also a more reliable biometric marker compared to hands, which can be effected by skin damage or a rough environment, for example a construction site or industrial plant.”

Advancements in the technology, such as 3D processing, have contributed to facial's accuracy and may further drive adoption, although price remains an issue. 3D, for example, requires more processing power and will push up the cost of manufacturing. Price, therefore, is likely to keep 3D facial recognition as a niche product.

“Facial recognition is expected to grow more than twice the rate of fingerprint over the next five years but is nearly a tenth the size in terms of revenues,” said Kozak. “While 3D will certainly help advance the technology, the price will continue to be high and will be used in fewer high-security locations compared with other technologies.”

Multimodal Biometrics: Trend or Overkill?To enhance authentication, multimodal biometrics, or the combination of two or more solutions, is an alternative. “The failure rate makes it such that for a population of 25,000, you could be looking at anywhere in the vicinity of 25 to 200 people that will not be able to get a valid fingerprint or iris enrollment for various reasons,” said Jason Ouellette, Product Line Director for Access Control at Tyco Security Products. “Customers are already at the point where they have no choice but to have multimodal or multi-biometrics to provide 100% coverage of all staff.”

However, popular perception is still such that multimodal biometrics are unnecessary for typical businesses because of the cost and complexity involved. “That level of security is not necessary other than critical infrastructure, government sites, laboratory sites, and things of that nature. It's still seen as an overkill, not worth the investment,” said Kotwicki.

Some see the use of multifactor authentication, or the use of a biometric along with a token or a password, as a more viable choice. “I believe that more terminals will be sold as dual authentication, and it will be biometric plus card or biometric plus pin,” said Allegion's Aikin.

The Philippines have defeated all odds and will make a remarkable recovery in 2015 despite the impact of natural disasters over the past few years. Economic growth is back on track, with public-private programs that will help boost the growth of the private sector, and big events happening this year will fuel the growth for security.

This year will be a positive year for the Philippines, with a forecast GDP growth of 6.8 percent, fueled by inflow of foreign direct investment and remittances. Impacted by a string of natural disasters in the past two years, including Typhoon Haiyan in 2013, the strongest typhoon to ever hit land, the Philippines still managed to achieve a 5.3 GDP growth last year. According to BDO UniBank, the biggest likely change for 2015 will be accelerated implementation of infrastructure projects under the government's public-private partnership (PPP) scheme. Moreover, as the world's largest center for business process outsourcing (BPO), opportunities will present itself with more demand for security and protection for data and employees who work at unruly hours.

Uncertainty for 2016 Elections Presidential elections will be held in 2016, which may lead to postponement of some projects. Some investors may delay key decisions till a new government is formed and wait to gauge what the future policy environment will be before launching major projects. At the same time, nearing the upcoming election, talk of more projects and activities from the government to gain more votes will hopefully turn into real projects, as growth initiatives must continue. According to Rosalie Real, Project Manager of CBR2 Marketing, “Some agencies will hurry up and purchase before elections, while others who are either indecisive or have no final requirement yet will have to wait after the election is over to continue their projects.”

According to Matthias Boehm, Country Manager of Bosch Security Systems, the elections are considered to be “hot months” in security and safety; most projects are still being rolled out, while some are put on hold.

Security Growth Benefits From EconomyThe Philippines has recently been named one of the fastest growing economies in Southeast Asia, and the security industry has benefitted from this trend. “The security industry matures almost every day. As we integrate electronics to this field, the security industry then takes a bigger leap, which opens up many possibilities for surveillance, access control, finger prints, face detection, voice recognition, and building management systems (BMS), etc. If we look at it on a general basis, growth for the industry doubles every year,” said Zel A. Ortiz, Sales and MD of Alcon Philippines Technologies and Solutions.

2015 is a busy year for the country, with events that will be sure to fuel the growth of security. The Asia-Pacific Economic Corporation (APEC) Summit will be held in Manila this year, which the country will appoint a large amount of the budget to security, as it is a main concern. “We are preparing for important visits in 2015, particularly for the APEC summit, for which reason our airports are already in the process of renovation. Entertainment facilities such as casinos and resorts are also in progress in several parts of the country, but predominantly in Manila,” said Boehm.

Also this month, Pope Francis will visit the Philippines to give blessing to the country that suffered from Typhoon Haiyan, which will urge the country to be more aware of security, and take extra precautions by upgrading their current systems at crowd drawing events during the Pope's visit. The Pope's decision to ride in an open vehicle instead of a bulletproof, enclosed "popemobile" poses as a security challenge, and the country has issued additional security forces to ensure protection, including additional soldiers and maritime security surveillance.

“No CCTV, No Permit” Fuels GrowthThe policy “no CCTV, no business permit” implemented in 2014, is an essential driver for the security industry, especially surveillance growth and security awareness. With law enforced to mandate surveillance systems as part of business owners' security measures, the public will soon realize the importance of monitoring their premises that can not only deter criminal activity, but also catch culprits.

The policy is implemented in most of the major cities in the Philippines, requiring new and existing businesses to install surveillance systems on their premises in order to obtain business permits. Establishments such as banks, shopping malls, service stations, super markets, money changers, 24-hour convenience stores, schools, fast food restaurants, car dealerships, and other crime-vulnerable establishments such as jewelry and pawnshops, hotels, game and amusement establishments, and health clubs are under the ordinance to install surveillance cameras in order to continue their businesses. “The new legislations implemented by local government units all over the Philippines have definitely placed importance on security, particularly in the use of surveillance systems as a preventive measure against crime. It is now a matter of strictly implementing this policy that will define the standard for surveillance with help of video surveillance manufacturers. This way, more options will be made available to SMBs and will then spur growth in the sector,” Boehm explained.

“No CCTV, no business permit” has set the standard for surveillance systems as the policy has specified a range of requirements for surveillance placement of cameras inside and outside of the establishment, hardware requirements that are needed to record incidents and clearly identify culprits, as well as suitable storage memory that can store the footage for forensic evidence. “The policy will push surveillance growth because it can greatly reduce petty crimes in SMB sectors like supermarkets, convenient stores, etc., and at the same time it helps to contribute security in the public,” said Ortiz. Moreover, in order to push the growth of surveillance in the Philippines, education is essential to allow consumers to know what is appropriate for their requirements. “We manufacturers have to keep educating SMB customers what will be their benefit when they deploy security surveillance systems, or they will simply install no-use cameras just to meet regulation, which is not beneficial at all,” Masami Eguchi, GM of APAC at Panasonic System Communications stressed.

As growth for surveillance is fueled by the policy, business owners have started to realize the importance of video surveillance for their establishment. “Since the government issued a video surveillance requirement, most business owners at first resolve to buy cheap surveillance products just for compliance. Later on as they experience the importance and what good quality products could bring, they are adapting to change. IP cameras and HD-over-coaxial products are fast becoming popular. Consumers learn by asking about resolutions, clarity, and infrared for night viewing. The Philippine government offices, schools, private businesses will surely evolve to upgrading their system these coming years,” said Real.

Private Sector Takes the LeadRecently, growth in the private sector has been booming with the help of PPP projects. As a result of the government's agenda in the development and implementation in infrastructure, project demand is high. “Mid-high projects have been stronger driven from the commercial sector, e.g., hospitality and gaming that needs security in their operations, which are verticals driving the security industry in the Philippines. It will continue in 2015 with commercial projects from the private sector driving forward,” said Sunny Kong, Director of Sales in APAC at Milestone Systems.

According to Eguchi, though the current market size in the Philippines is still small, it has extremely high growth. “Panasonic would like to contribute to the commercial sector, such as retail stores, and banking,” he added.

Projects to Improve Tourism 2015 is “Visit the Philippines” year, a campaign designated to bring in more tourism to the country, with a target to reach 10 million tourist arrivals. To promote this, there is a need to improve facilities for airports, hotels, residential, commercial, and entertainment establishments that will help bring in more tourists within the year, which will also further boost the security market. According to Tamir Ginat, Senior VP for APAC at IndigoVision, some of the big projects going on that will boost tourism in the Philippines are casinos, smart city projects, the Philippines international airport, and the Philippines light rail transit (LRT).

According to Ivan Tjahjadi, Country Manager of ASEAN at Axis Communications, “To date, the highest growth for us is manufacturing, transport and commercial projects. These industries now require more security and intelligence in their system. Integration also is a big factor since most of them have old systems running.”

Residential Boom In recent years, various verticals have been growing, especially the residential sector which continues on its cycle of boom as a result of rising demand, capital growth, and rental yield. Developers are committed to addressing the problem on housing shortage. Lately, the trend now is to build mix-use township projects in order to house various types of establishments.

“In all these constructions, security will definitely have a big part to play in ensuring the safety of the general public,” said Boehm.

All Eyes on PhilippinesAll eyes are on the Philippines as it continues to grow at an optimistic pace, with the help of the BPO industry and government spending for PPP. Additionally, the “no CCTV, no business permit” policy will be a crucial factor that can help the security industry in the Philippines to grow awareness and promote growth. The Philippines will see a prosperous year as it goes on the fast track to success.

Upselling, a traditional business technique, has also found its way into the security industry. Through this, the markets have become much more prevalent, especially as the economy and technology continue to advance and evolve. In fact, it's become an important part of day-to-day operations, and is far more common than people realize.

In the past, security has always had a very straightforward approach to business. Manufacturers create and produce for distributors who in turn move down the chain to systems integrators who than create the solutions for end users. It was all about box moving and quantity. Nowadays, with the induction of education seminars, value-added solutions, aftersales support, and market trends, channel players are moving away from traditional box moving to a total solutions package. From a business standpoint, the shift in the industry to a more total solutions orientated market is a sign of revitalization. Because of recent infrastructure developments, integration, and technology advances, benefits for both sides of the sale are clear. In part, because of a renewed commitment to more direct customer relations, as well as more aftersales support, opportunities for upselling have become more and more prevalent.

“Customers are much more in tune with how they can best leverage technology to solve specific application challenges and build more efficiency in their daily operations. They no longer just tell a systems integrator ‘I need video surveillance' and leave it up to the SI to install a system of their preference,” said Matt Powers, VP of Global Technology Marketing at Anixter.

An equally crucial result from this has been in establishing more direct channels all the way down the supply chain. By maintaining closer relations with users, integrators, and distributors alike, it has created more opportunities to fuel growth in the industry. As Rüstü Arseven, GM for Tesan further emphasized, “Contact directly to the customer will always be helpful in upsells. It shows how to find potential customers and creates interest in our brands. In educating the customer about the advantages of total solutions, it extends the aspects of anticipation and information found on the partnership level.”

Tying total solutions to upsellsBecause a total solutions package encompasses a new host of opportunities up and down the supply chain, the chances of upselling become higher. Of importance to highlight include education for the suppliers, providers, and users. It stands without saying that a better educated industry translates to better results for all. According to Balthazar Zuniga, Director of TVCen Linea, the biggest obstacle being overcome in the industry right now is knowledge. “People are afraid of new technology, new knowledge. Why change something that isn't broken? You have to change the culture, and we have to concentrate on training, changing the culture internally.” Other key factors to point out include post sales service and more offerings of recurring monthly revenue (RMR) solutions.

The need for educationEducation - and just the education of end users and seminars - is vital to any industry that wishes to expand out and create diversity. A better grasp of the industry translates to better prospects for all. According to Powers, education has to go all the way down the supply chain. “SIs have to be agile and willing to continually change, and the faster they can adopt technology, the better they will become at upselling their customers and differentiating their organization,” he said. Arseven brought it in line with total solutions, saying, “Giving training, making demonstrations, and support to our partners and end users makes up the total package of total solutions.” Zuniga summarized the end result, explaining, “We have to transmit this new culture across our distribution channel. By educating people on how to get projects, they can face any solution or problem. Teach them the basic strategies, how to make your business grow and improve, offering coaching and training, on what the industry is comprised of.” In fact, Zuniga mentioned an important factor in that many new players entering the industry lack business knowledge and business sense, whereas education in this sector drastically helps them to gain a better grasp in the markets. From a business standpoint, the benefits are clear. When the suppliers and distributors are better educated, the industry demands and needs are more clear-cut. Because the industry is constantly shifting and moving, the need to constantly be caught up with today's trends is important. What may be popular today may fade in popularity tomorrow. Educating the sectors on the newest products, newest business offerings, and newest, most attractive solutions is key so that they can then introduce it to their users and buyers, creating a clean opportunity for upselling. The users will benefit as well, as they may gain access to better services and solutions - a win-win for both sides.

Aftersales support and servicesOne of the business stigmas that unfortunately exists across all kinds of industries, including security, is the belief that purchasing warranties or extended service packages is a waste of money. The truth is, much of the services and post-sales packages being offered today are actually incredibly beneficial for the purchaser. With all kinds of service providers nowadays offering 10 to 20 years, or even lifetime support for their users, the simple frame of offering peace-of-mind is a definite plus. In security, upselling on these packages is a boon on both sides. Aftersales support now even consists of everything from training seminars, to product and solutions maintenance, and to service upgrades and support. Avi Bareket, CEO of Anteco, brought it together, mentioning, “Customers really believe in service. In the IP age, service is more important than ever. The main strength lies in support and working hand-in-hand with our customers.” Tied in with the education factor, Zuniga explained that education means more technical training, which directly correlates into better technical services and warranty or product support. At its core, he further mentioned that getting and maintaining the customer base is all about aftersales, and you have to work directly with customers through both service and education.

The art of RMRHoning in on other forms of upselling occurring in the industry, another point of fact lies in RMR. In fact, one of the premiere security solutions these days that is gaining enormous popularity is the cloud. As Zuniga put it, “The cloud is important for the future. It offers opportunities for anything.

Many suppliers are already offering the cloud. Everyone can work on it.” Because cloud works as a service, providers are able to create a flow of monthly revenue. By offering a host of cloud solutions, the door is open for upsellers hoping to net a greater profit ¬ albeit over time. By operating on a sort of rental agreement, solutions providers can offer the cloud to many users wishing to partake, and at little to no setup cost or time; especially when compared to more traditional onsite systems.

Other forms of RMR include operating on credit for customers and shipping services. By offering monthly or annual payment plans, it is an opportunity for providers and distributors to charge things like interest or fees. In fact, Zuniga mentioned that credit forms a large part of their revenue, as much as seven to eight percent in fact.

Product advancement and TechnologyProduct development remains just as important when it comes to upselling. By enticing customers with new and nifty products, it creates room for better opportunities to upsell. Attractive technologies being utilized through solutions like the cloud now include biometrics, video analytics, and smart city solutions. “As we know, security concerns grow everyday. Planning sales strategies should be done correctly, and it's important to highlight new technologies such as 4K, 60 fps and above surveillance cameras, cloud technologies, etc. Users and integrators alike are looking for smart solutions, and becoming more common day by day. The adaption of new technologies is easy for integrators and users alike. This facilitates sales and increases profit margins,” said Arseven. Powers brought up another point, as he said, “Educating customers on open standards such as ONVIF and ways they can implement new features of their security devices is extremely important, as most features still go unused today.”

The move forwardUpselling is going up. On top of that, many new players are entering the market, and many wholesalers and distributors have sprouted up, because the market is growing exponentially. “The next one or two years will continue to experience good growth in the markets. However, in the next two to three years, many players will start to die off. It's vital that if you wish to keep doing business, you must provide added value. It's important to diversify yourself and make yourself stand out.” Comparing the situation to a 50 versus 50 soccer game, Zuniga mentioned that there just is not enough balls and not a big enough field to support everyone. “The market is too saturated,” he stated. In diversifying yourself from your competitors, it is important to note that for upselling, the need to offer something a little bit different from everyone else could be the difference between gaining a large project and losing one. This could include factors like better offerings of seminars or tradeshows, to superb extended services, and even onto value-added solutions tacked onto existing systems and products. Whatever the need, make yourself stand out.

Indeed, upselling is a valuable part of the business and will continue o see developments, especially as more new players and new suppliers enter the industry. It will be an interesting point to keep an eye on, as maybe through consolidation and further M&As, the market may continue to see advancement and evolvement. By furthering education prospects, technological advancement, and integration towards total solutions, the business strategy of upselling should continue to remain a part of the security industry. It is important to continue to spread industry knowledge and another important point ¬ keep prices at an attractive level.

The annual international security exhibition Secutech will take place from 28 – 30 April 2015 in Taiwan for its 18th year. The location of Secutech has been considered as a strategic sweet spot for international importers to source for potential business cooperation with Taiwanese manufacturers.

In line with Taiwan's excellent IT framework, networks & IC (Integrated Circuit) industries, Taiwan security manufacturers are known for their strong capability in research & development. MIT suppliers' strong core competences make them capable of not only producing outstanding products, but also customizing and adapting devices and applications according to client's needs even in a small quantity.

Beside to product supply, MIT makers often provide complete after-sales services, including localization, 7/24 technical support, system upgrade and maintenance. Through the fairly complete supply chain in the security industry, Taiwan is a one-stop-shopping center for global security veterans.

Featured with 300 Taiwan's suppliers, secutech 2015 will continue to bring professionals in security around the world and premium Taiwanese manufacturers together.

This comes around a month after it acquired all of Objectvideo's patents and licensing agreements. Avigilon is a major supplier of video surveillance equipment. Objectvideo supplied patents and licensing agreements for video content analysis software.

Our Take Avigilon has grown quickly in recent years to become the eighth largest supplier of network video surveillance equipment. It is one of the few Western companies to have gained share in 2013 in the face of fierce price competition from Chinese competitors.

These purchases are a shrewd move by Avigilon. A major challenge for video surveillance equipment suppliers is ensuring that their solutions continue to have unique features versus the competition. Competing on price simply leads to lower margins. Offering solutions that include advanced video content analysis software is one way to differentiate these solutions from the competition.

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It is forecast that shipments of embedded VCA recording channels (free and charged) will increase by an average of more than 70% a year over the next few years.

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An increasing proportion of video surveillance devices are forecast to feature embedded video content analysis (VCA) software. In some cases, it will be offered as a free feature. In other cases, there will remain a charge. However, it is forecast that shipments of embedded VCA recording channels (free and charged) will increase by an average of more than 70% a year over the next few years. Many different video surveillance equipment vendors will supply them. Avigilon now owns the patents for many of the algorithms supplied. It therefore has great power to dictate the terms of supply to the very companies with which it competes.

Morpho (Safran), through eIMASS, has been awarded the prestigious e-Border management project by the Ministry of Interior of the United Arab Emirates. The e-Border project is setting the standards for the future of border control in the world, combining the very latest in biometric technologies, automation and system integration.

The contract covers the implementation of a fully integrated multi-biometric border control system, including the delivery of 96 e-Gates and 94 e-Counters, in five major airports across the UAE. Abu Dhabi airport will be the first, in spring 2015.

The system features Morpho's Finger on-the-Fly technology, which is a very rapid, touchless way of capturing fingerprints, via a simple wave of the hand, in only one second. Morpho's Finger on-the-Fly is a world first, offering major advances in both speed and accuracy, while mitigating hygiene concerns.

In a similar way to fingerprint recognition, the e-Border project is spearheading the use of the iris and face recognition for border control, featuring Morpho Iris-at-a-Distance (IAD) cameras, with the world's fastest operational capture time (less than 1 second for simultaneous capture of iris and face).

In terms of automation, the versatile MorphoWay e-Gates provide the highest level of security, while facilitating the traveler experience in airport border control. Featuring a new and modern design, they can be used by travelers at both entry to and exit from the UAE.

System integration is also a key feature of the e-Border project. Expanding upon the e-Border pilot implemented in 2012 in Abu Dhabi, the new fully integrated border control system seamlessly interfaces with the existing Ministry of Interior systems, such as the Visa Enrollment Centers for the Ministry of Foreign Affairs.

Philippe Petitcolin, Chairman and CEO of Morpho, said, “This contract solidifies our long-standing working relationship with the police and border authorities of the UAE. We believe that our partnership is a truly winning combination, and one that will make a positive contribution to the future of border control in the UAE.”

Major General Dr. Ahmed Naser Al Raisi, Director General Central Operations of Abu Dhabi Police, added, “Morpho has the proven technology and local expertise which enable them to fully understand our needs and expectations for the e-Border project. We have every confidence in their ability to successfully support us in one of most important of our nation-wide projects.”

In addition to the Ministry of Interior, Morpho already supplies security systems to numerous government agencies and organizations within the UAE. These customers include the Abu Dhabi Police, Emirates Identity Authority, the Ministry of Foreign Affairs, Abu Dhabi Airports Company and the Dubai Civil Aviation Authority.

With over 530 branches throughout the country, Khan Bank is one of the largest commercial banks in Mongolia and provides banking services to an estimated 70% of Mongolian households. The Khan Bank was established in 1991 as the Agricultural Cooperative Bank in connection with the dissolution of the State Bank of Mongolia's monopoly. The Bank assumed most of the assets and businesses of the State Bank in rural Mongolia.

Each of Khan Bank's 530 branches handles large amount of transactions and customer enquiries every day. Khan Bank requires a reliable surveillance solution to safeguard their customers and staff in their branches and ATM areas. However, the existing CCTV system was insufficient for meeting their heavy surveillance recording requirements, and Khan Bank planned to improve the safety of their ATM centers by deploying network cameras to deter robberies and other criminal incidents. In the meantime, for bigger branches, Khan Bank planned to upgrade their storage appliances to networked storage devices.

Khan Bank decided to replace their analog CCTV systems with a digital surveillance solution and install 156 units of the QNAP VioStor VS-2104 Pro+ NVR, 98 units of the VS-2108L NVRs, and 20 units of the TS-469 Pro Turbo NAS in their branches and ATM areas. Khan Bank upgraded their surveillance infrastructure to an all-IP solution featuring network cameras.

“With QNAP VioStor NVR solutions, we can easily fulfill customer requirements through the compatibility between NVRs and selected network cameras” said the local system integrator. “The main purpose of this IP surveillance system is to access high-quality video feeds from megapixel network cameras deployed in banks and ATM areas.”

The three-stages of IP surveillance deployment starts from Khan Bank's central office to all branch banks in the capital city and then to the branches in rural areas. Based on branch scale, Khan Bank implements one VioStor NVR with four to eight network cameras to build up an IP surveillance system. With the Turbo NAS storage expansion solution, the VioStor NVR storage can be extended to meet the mandated data archiving period.

The VS-2104 Pro+ and the VS-2108L NVRs run stably, reliably and with enhanced compatibility & performance with Khan Bank's chosen cameras. After easily deploying and configuring the standalone VioStor NVRs, Khan Bank saved a great deal on system maintenance and technical consultation fees and whenever they have questions or need technical support, QNAP Security's responsive and knowledgeable customer service team is always available to assist them. Additional savings were incurred with the VioStor NVR's smart recording mode that records standard-resolution videos during normal events and high-resolution videos only when notable events occur or alarms are triggered - effectively reducing costs as additional hard drives are unnecessary. In addition to the above benefits, Khan Bank has made plans for the next stage of their surveillance system, where they will install the VioStor CMS turnkey solution and will be able to manage NVRs, cameras and events easily and efficiently.